Senior Sales/Service, Owner/Manager, North Carolina
Owned, managed and directed remote sales/service organization (Integrated Images Inc.) as contract distributor for JOSTENS, INC MN (world's oldest, largest supplier of school affinity products).Long cycle /relationship sales emphasizing value added service (i.e., education, production monitoring) custom print/book products. Grew business every year through new and renewable business focus. Cold call, ground working, presenting, selling and servicing accounts. Delivered Volume grew every year for over 20+ years. Earned numerous PIA (Printing Industry of America) Best of Category awards as Consultant for Duke, UNC.Hired, trained, maintained small office staff. Several trainees later became Jostens Top 20 sales reps. Low turnover... we shared much of the gravy. Promoted autonomy within staff. Each knew their specific role and each performed it how they saw fit (with guidance), including office and vacations. Piece of cake when you hire right, and treat employees and contracts better.Everyone excelled, shared production/sales bonuses. Together we grew from 22% market share to over 90%; achieved highest volume renewal percentages, low receivables, and top 20 and top 5 delivered sales volume (among over 300 offices) regularly. Managed operation and new sales, handled/serviced 35-40 "special" accounts, monitored customer input, print plant production, oversaw shipping of all products (over 150 schools). Handled delivery and customer issues of final product (all accounts), billing, and responsible for renewal of all accounts, and P % L of operation. Negotiated contracts. Last five years, net income $375K+/year.Began at Hunter Publishing Company in 1982 (established high quality, prestigious commercial printer). Turned a struggling unprofitable NC territory into number 1 volume sales office between 1983-1989 (Hunter bought by/JOSTENS).Contributing member of numerous HPCs plant production teams & exclusive Jostens Operations team. Understand entire Value Chain.
